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From pure re-selling to a full service provider offering increased value creation

Written by Lutz Fröhlich, Senior Vice President, Cloud Business Marketplace at Deutsche Telekom AG.  Find out more about Lutz here and make sure you don't miss his speaker session at Telco Cloud Forum 2017 

Lutz Froehlich Photo

Like most Telcos we have started our cloud journey by reselling SaaS as an extension to our telco offering and by leveraging our sales footprint. Going forward, pure re-selling will not be sufficient. Telcos need to add “own” value components to partner solutions in order to be successful and outpace competition.

But what is the prerequisite for a successful cloud service provider?

First, a secure and reliable hosting infrastructure, ideally based on an “own” public cloud hyperscaler. We offer Open Telekom Cloud (OTC) on the basis of open stack. The main advantages of the Open Telekom Cloud are good-value prices, secure data hosting according to strict German data privacy regulation, rapid – open source - feature enhancement, and full self service capabilities (

Second, professional cloud management and dedicated support capabilities. Telcos are actually service companies with large customer care and technical service teams. These can be leveraged to offer professional IT services as complement to the cloud services provided by partners. As an example: just a few weeks ago we launched the full Microsoft CSP offering based on a Microsoft sovereign cloud stack which resides in Deutsche Telekom data centres and is managed by us based on a unique data trustee agreement between both parties. In addition to the Microsoft offering we provide certified professional services for e.g. Exchange Migration, Managed Azure Services etc.

We, Deutsche Telekom, have started the transformation to become a full cloud service provider by extending our SaaS offering to full cloud stacks including IaaS and PaaS platforms on one side and complementary professional services on the other side of the value chain. This is only the starting point in our journey to be a leading European cloud service provider.

We will enhance the integration of access services into partner offers - such as cloud based VPNs, dedicated service levels, or bandwidth which adapts to downstream and upstream traffic demands. Our platform will evolve from a marketplace to a cloud management platform which offers comprehensive and seamlessly integrated partner ecosystems in order to transform entire business processes in a highly automated manner. Our sales approach is shifting from product re-selling to consultative selling, concentrating on companies which want to transform their business into a digital enterprise.

The future will be digital and we, Deutsche Telekom, will support all business customers across Europe in mastering their digitization journey with a full service offering. And we are open to partner with all other players in this business to create the best service experience for our customers.

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If you would like to hear more the latest from the Telco Cloud space then don't miss out on  Telco Cloud Forum 2017, 25-26 April 2017, at the Radisson Blu Portman, London.  You can register for your free FREE OPERATOR PASS here or purchase a full ticket for the event HERE

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